Mendoza School of Business

Nice guys fare poorly in salary negotiation

Published: August 17, 2011 / Author: Mendoza College


Being a nice guy is perhaps not
good always, at least for your career, as a new study has found that men with
disagreeable personalities are 18% more likely to earn more than their sweet
and gentle counterparts.

The study, to be published in the
Journal of Personality and Social Psychology, found that nice guys don’t get
ahead in salary negotiations, but they don’t finish last either — that position
is left for women, whether or not those women are agreeable.

On the other hand, disagreeable
women earn only about 5% more than their gentle counterparts.

They were also less likely to be
recommended for a promotion than disagreeable male . That may be because people
judge no-nonsense women more harshly than no-nonsense men, said researcher
Timothy Judge of the University of Notre Dames’ Mendoza College of Business in

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Topics: Mendoza